Posts Tagged ‘Eurofighter versus Rafale’

Eurofighter tries to spoil the Indian MMRCA Rafale deal

March 24, 2012
Rafale de l'Escadron de Chasse 1/7 Provence

Rafale de l'Escadron de Chasse 1/7 Provence: Wikipedia

It is not unexpected or unusual in the award of large Indian contracts that the “losing” bidder cries “foul” and claims that the evaluation process was manipulated. From my own experience in the Power industry it is “standard practice” for a losing bidder to enlist the aid of the media, politicians and the courts in crying foul and in trying to get an award to a competitor overturned. Again, from my own experience, such tactics can often delay awards but rarely succeed. Such “spoiling” can cause much rancour with the client and – more often than not – is counter-productive. In marketing and sales for large projects in India, “spoiling” a competitor’s award is rather easy but only delays matters and is not really worthwhile. The real sales skill lies in getting to be the lowest bidder and then beating off the “spoilers”.

Dassault’s Rafale was announced as being the lowest bidder beating the Eurofighter for the $20billion Indian MMRCA contract at the end of January. Now comes the cry of “possible foul”  from a Member of the Upper House of Parliament (Rajya Sabha) who is also a member of Parliament’s standing Defence Committee. (The MP, MV Mysura Reddy,  is a former member of the Congress Party who left to join the regional Telegu Desam party. He has lost 3 elections for Parliament but has been appointed by his party to the Upper House).


Indian MMRCA decision imminent as political support peaks for the Eurofighter Typhoon

December 28, 2011

The long running saga for the purchase of 126 combat aircraft for the Indian Air Force (worth in excess of 11 Billion $) is coming to a head between the 2 short listed – the Eurofighter Typhoon (UK, Germany, Italy and Spain) and the French Rafale. In April, Boeing’s F/A-18 Super Hornet, Lockheed Martin’s F-16IN Super Viper, the MiG Corporation’s MiG-35 and Saab’s Gripen NG were eliminated after the technical evaluation leaving Dassault’s Rafale to compete with the Eurofighter built by a 4-country consortium. The winner is likely to sell a further 80 – 100 aircraft in a second phase. One requirement that the suppliers will be judged on is the extent to which technology transfer will take place and the extent to which Indian industry can become sub-suppliers. Rumours in the Defence Ministry are indicating a decision in the first half of January 2012.

The political support for the Eurofighter has reached its peak with a joint letter written by the leaders of the four supplier countries to the Indian Government welcoming India as a “fifth partner country”.


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